Should you hire Order Takers or Order Creators?

How to distinguish Order Takers and Order Creators?

If you see that you are getting plenty of new clients and this situation will not change in the future then you should be looking for good order takers.

If you need to attract more clients and your sales rely mostly on prospecting then you should be looking for top order creators.

Psychology

Salary

Company

Goals

Prospecting,

Cold calling,

Uncertinty,

Start communications

Average

Can’t be very high

Narrow range

More competitors

Sales adventures,

Prospecting,

Start communications,

Long conversations

Wide range

May be very high

Depends on bonuses

Less competitors

Marketing team does all prospecting

Unique product

Enough new customers

Sales team do prospecting

Customers don’t recognize the need

Not enough new clients

Stable in the short term

Low responsibility for sales

Suffer from new trends like e-commerce

Depend on you

High responsibity for sales

Will not suffer from e-commerce

Sell6 to 9 months

in advance

Engage customers in businessdiscussions

Don’t have order padsAsk questions Focussed on

what the customerneeds

Aren’t controlled by the customer

Who are Order Creators?Order creators do not wait for the customers to come. They make clients wish

and buy their products. This way is much harder.

SALESPERSON TYPES: VS ORDER TAKERS ORDER CREATORS

Who are Order Takers?You tell them what you would like to get and they tell you how much you

should pay and when you can get your order. And that’s it.

ReactiveSell today

Most sellersare order

takers

Controlled by the customers

Use orderpadsListen &

respond tothe customers

requests

Don’t like: Like:

If you see that the candidate has a very strong desire to help others and this desire is even stronger than her desire to make money, treat this person as an order taker.

Order creators usually are very individualistic and their main motivators are making money and shaping their future. They are more risk-seeking while order takers usually are risk-averse.

NOTE 1:Don’t think that a good order creator will be a good order taker. Indeed order creators tend to be poor performers in this area, because they tend to start long discussions with customers that are ready to order.

NOTE 2:Usually it is easier to find another good order taker than to find another good order creator. Think twice when you change your staff.

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OrderTakers

OrderCreators

Should you be an OrderTaker or an Order Creator?